SOUTH CAROLINA 12-13-21

SOUTH CAROLINA EDITION

Creative Ways to Say

THANK YOU

5 Ways to

INCORPORATING CHARITABLE GIVING

TRANSFORM RENTERS INTO OWNERS

IN YOUR REAL ESTATE PRACTICE FEATURED AGENTS

DACIA ALLEN WENDY COHEN ASHBY O'CAIN DAVID PHILLIPS KATIE WISHNEFF MISSY YOST

Embracing Smart Homes

Does New Technology Really Increase Home Value?

COVER STORY

CELESTE PURDIE

SOUTH CAROLINA EDITION

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WENDY COHEN ASHBY O'CAIN WENDY COHEN KATIE WISHNEFF DAVID PHILLIPS MISSY YOST KATIE

CELESTE PURDIE

DACIA ALLEN

WISHNEFF

After as What a real Ashby estate paralegal our clients.

That’s whw AshbyWhen O’CainDavid was a Top likes most aboutprocess, real l estateLong agent before on Hilton geographical Weworking told Dacia Phillips startedboundaries.

Silver Star the entire and will continue 15 years, Yost isdecided to get inherent flexi-35 base with past clients 29the what we wanted andfor 30 33career’s Agent, she got her Real first glimpse of the consistently goes above needed, and Missy sheestate Estate in 2002, he wanted clients ing hard until the anything client is CELESTE PURDIE his her ® license andtime become Realtor theysatisfied need he tationsreal to achieve her when she bought her found it for us. She didn’t waste our estate world bilitya and the. Leader satisfaction she derives to come away from their experience feeling their exper of The Yost Group, Missy is a relocation someone isn’t happy thewith transaction is ove entered the field after with things that didn’t meet our wants own home. She well remembers from helping others. “I am a mom,” Passionatethe aboutand theneeds. communities she serves, specialist who ensures that her clients nevrelationship with my ol teacher for 23 years.

She kept an eye on upcoming certain of two things: the honesty ofher thedesire man the closing, we didn’t do our tricky and complex process.

Despite she says. “Being withafter my boys is my Top Agent Celeste Purdie and is driven by as erquickly feel lostaswhen one-time deal. If they ar off to help one of my listings got in possi-moving to a new area— theyenjoyed had to help them,unbelievably and that they says David.

“So weor aren’t going to helptrusted clients grow their made wealth through real thethat’s difficulty, every main Real chanestate’s flexible schedshe estate. even started ownjob.”

YouTube an HVAC technicia eer, and when I Ashby to ble, detailed videoher had made she good decisions. people who a client into accepting something “I learned so much,” says uleguide suitsbuyers her family Also, Ashby is in out order help and putlife. provide them a listthat of w ng intominute. real estate,” she tours for “For us since we nel were of to town, Celeste Purdie has dedication, drive, and the corporate world. “I was injured on the earned now, her license and usit was through every theateach at step ease.of“We our by “and itand gave me a desire to learn verypeople socialabout person nature.

“I justjust to close a transacti don’t buypassion and every this right for them a deeply-felt for sell helpingproperty others.helped job, and oneday, ofthem those life-changing A veteran of the United States Airway. moments,” Celeste says.

“Iand decided to them ning in more.”

Ohio. “Once Dacia worked well not only with uslove area help learn what they Outside of work Miss Hermybrother-in-law was also afterForce, meeting newneed people,” she says. “I process can sometimes betheaway confusing Celeste moved to Greenville com- walk from corporate and America and d were doing their own but with seller’s agent, something we their move down here to would know to memake her time to her comm pleting her service. She then built a highly find a new career that allow drawn to real estate, and during many love a challenge, problem solving, and intimidating,” David explains.

“IAround always listings, o move to Hilton Head, really appreciated.” successful career in Human Resources in to serve others.” that time, smooth andher stress free,” she explains. When it comes to marketing the board of the NatioS family theDACIA two discussed math.PHILLIPS Real estate is the perfect blend of ® ASHBY O'CAIN DAVID ys loved it here!”dinners After “When my husband and I moved here, we didn’t have Realtorsutilizes HousingaOpportunity take theALLEN time to explain things in layman’s StarMISSY Real YOST Estate comprehec their shared finally investment and the above.” in 2013 and moving in 2017,interests When Dacia working, she’s staying in herall That’s a lot the ofactive information. why our channel offers a to as the local South Carolina Agene language so the isn’t client understands approach gain sellers maximum visions. that brother-in-law ing full-time as anWhen agent and hasn’t community. She is involved with Palmetto Cares, the comprehensive look at the cost of living, the different mittee. In her free time, she en advice we’re giving them and can feel good sure for their properties, not Serving Hilton Head and surroundWomen’s League, Meals on Wheels, and other nonprofits.

Community part of opened his own real estate office, communities, and what to expect.”is an important videography, andincluding spending time CONTENTS g the booming town of Bluffton, she “We also get together with a group once a year to paint or the choices that the andmember company website, her dogs. but also featur life. MLS An active ofandthe Ashby said, “Sign about me up.”

Today, she they ‘re making. People knowingAshby’s ond of her career. clean houses,” she says. For the past three years in abuyers row, and sellers throughout the Greater Missy serves Junior Service League of Orangeburg, she also lives is going on four years a full-time Reviews I’m as honest meansRealtor. a lot tothe me.

But I don’tAward, just ask them local magazines, “coming soon” mailers, and pr Dacia has received Realtor Service which 4)websites INCORPORATING CHARITABLE 26) EMBRACING SMART HOMES: Bluffton areas of South Carolina asinwell Savannah, Having already completed $11,000 on a farm and participates theasand local Cattlemen’s on multiple speak to the stellar service she to take my word on something.

I help them see theto helping on Zillow the otherthisdedicated real estate web providing personal attention,” Dacia recognizes real estate professionals who have exhibited Georgia.

Committed buyers find what year, Missy is looking forwar GIVING IN YOUR REAL ESTATE DOES NEW TECHNOLOGY REALLY Association.

When not working or contributing to her offers Onefactors oninfluence Zillow says, “Ashby my clients callclients. me, I answer orreviewer I call that outstanding participation in community services. what I’m telling them.” they’re looking for, she takes her time to listen and business and continuing to exceed PRACTICE INCREASE HOME VALUE? always personalizing community, Ashby spends time “We withdofamily.

TheyInride is prioritize the absolute best! Ifthe not for her, I would have been understand their lifestyle andDavid needs. complete the near she would liketo to has volunteered time andfuture, donated money ever want to be too busy to give them past In the coming years, Dacia hopes to expand her team horses competitively or take their vintage car for a completely lost.”

Another client declares, “Ashby tours with our clients around the area so that they get knowledge of the Savannah area, experience in real estate began in the“We early maintain thewhere health of his over the y need.” As her business hasDavid’s grown and continue helping as many people as possible. spin visiting regional car shows.

For the future her community went above15) and HOW beyond and helped me find contracfamiliar with the neighborhoods and learn the ofdiversify her leads.

SOFT MONEY LOANS 31) CREATIVE MEDITATION FOR e last year, she plans on establishing want to make our business concierge-focused, so that 1990s when hedid began buying rental business, property.

A broker did work the Midday Lion’s Club for ove main businesses areplans located.

We show themwith the fun Ashby toHe keep going, keep growing, tors, services, and more.

She suchto ausfantastic include her yard daughter and son.

This when they OF come we can give them all the informa-THE REAL ESTATE PROFESSIONAL ARE THE FUTURE LENDING spots and make them feel like they have a friend and with whom he was working suggested that he had a and a half decades, and continues to serve And and job they that serve I hired her latertheto sell lot and and seller is receiving tiona they needrental and behouses!” a one-stop shop for keep them.”selling more homes. She wants to increase have some familiarity with the area before they dive in knack for the process and told him ifher hebusinesses got his license andwith the commercial surrounding area through the various e involvement property, a property.”

20) 5 WAYS TO TRANSFORM and start looking for34) CREATIVE WAYS TO SAY

While Ashby is technically solo him. agent,David she considas a complex and He interesting he wouldahire took the which advicesees andcommercial stayed with his church. spends his leisure time with

each transaction with a planfamily that notto RENTERS INTO THANK YOU ers her TruHome be herOWNERS team.

“Webefore are there complement to current residential area expertise. with the broker 8 years getting his itown broker’s ily, orspares doing theofnever-ending chores associated When comes to the marketing, Missy no expense s for her clients, but also gets them for each other,” she says.

“Absolutely, I have learned “Commercial is a challenge, and I like a challenge,” to ensure that her listings stand out.

She uses profeslicense their ranch, where they raise both horses and long ible. This includes getting to know and starting Silver Star. Today he leads a team Ashby serves Orangeburg and Calhoun Ashby says. “All in I plan to continue to be sional photography andall, drone footage amongst striving other ep levelso andmuch.” navigating them of through 13 agents serving clients all over South Carolina’s cattle.

As for the future of his business, David methods, making sure that she showcases the home inshe South Carolina. Repeat and referrals make a better agent for my clients than I was the year before.” is timeCounties to negotiate, puts together Phone 310-734-1440 | Fax 310-734-1440 Anderson year his “Weforward many more years of bringing sup and This the neighborhood. market thetocommunity up over of her clientele. and What Greenville keeps these counties. past reasonable offer 50% and tends to every as well as the listing itself, because the community is over the Upstate. team has closed 120 transactions so far, with David service to clients all ers, she thoroughly markets listings clients coming back?

Ashby credits her success to her mag@topagentmagazine.com | www.topagentmagazine.com typically what ends up selling the listing.” dia and real estate websites.

This accounting for 60 and of those An impressive personality and drive.

“I am laid-back easy topersonally. talk perties receiving multiple offers No portion of and this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent to,” she says.

“I put my clients at ease and work hard to 80 percent of that business comes from repeat clients, With a highprecautions rate of repeat referral clients, it’s as much as the market will allow.

Magazine is published by Feature Publications GA, Inc. Although are and taken to ensure the accuracy of published For moreproud information about Dacia Allen, ensure a smooth anda stress-free transaction.

I giveof.

200% Missy’s knowledge, commitment, and communicafact David is very materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To learn more about M please call 234-575-1020, tion skills that make buyers and sellers inclined to time and Iabout wouldn’t have it any other way.” leaveevery glowing reviews their To subscribe or change address, send inquiry to mag@topagentmagazine.com. email missy@yostgrouppro email DaciaSellsHiltonHead@gmail.com, work with her again. Prioritizing long lasting relane recently said, “We knew what we visit linktr.ee/theyos Published in the U.S. “I treat clients like family,” says David.

“Buying or DaciaSellsHiltonHead.com tionships, she continues to check in on her clients Hilton Ashby Head Island and we had clear a big fish or considers herself in visit a small town. or call (843) 707 – “We want to be a one-stop-shop for selling a home is life-changing, and after onethe of closing. the biggest www.

www.

Staying in touch with past clients is second nature. “It decisions make. Top I’mAgent going to make 2 Copyright Magazine has been easy to getfinancial clients, and I haven’tthey had will to adversure with it’s aher positive experience.” tise much,” Ashby says, characteristic humility.

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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CELESTE PURDIE Top Agent Magazine

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CELESTE PURDIE Passionate about the communities she serves, Top Agent Celeste Purdie is driven by her desire to help clients grow their wealth through real estate.

Celeste Purdie has dedication, drive, and a deeply-felt passion for helping others.

A veteran of the United States Air Force, Celeste moved to Greenville after completing her service. She then built a highly successful career in Human Resources in 8

the corporate world. “I was injured on the job, and it was one of those life-changing moments,” Celeste says. “I decided to walk away from corporate America and find a new career that would allow me to serve others.” Around that time, her Top Agent Magazine

husband was buying an investment property, and so Celeste decided to try her hand at real estate. Ever since, Celeste has cultivated a stellar reputation and built a robust business on the foundation of putting her clients first.

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Now with four years under her belt, Celeste has a small team of two agents at Marchant Real Estate, Inc., serving upstate South Carolina. Passionate about the communities she serves, Celeste is driven by her desire to help clients grow 9

their wealth through real estate. “You can find great properties and investment homes here,” Celeste says. “It’s a wonderful area because you’re close to the ocean, the mountains, and the woods.” A Certified Military Relocation Professional, Celeste has helped her clients navigate the VA home loan program. Celeste also has her Real Estate Negotiation Expert certification and the Seller Representative Specialist Designation. Celeste and her team pride themselves on their diverse skillset, and their ability to help a wide range of clients. “We help everybody,” Celeste says. “We’re very involved in the

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local heroes program. I spend as much time with a client buying their first home or even a $37,000 investment property as with a seasoned investor or an experienced seller. We truly believe in helping people build wealth through real estate and realize the American dream.”

With her discretion, honesty, and unflagging commitment to her clients, it is no surprise that Celeste’s repeat client and referral rate is strong and growing. “Most of my buyers have found their dream house,” Celeste says. “Maybe it’s my background in HR, but I love managing

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the details of transactions.” For her clients it is never about just a transaction; they become friends. “I make the process transparent and easy for my clients to understand,” Celeste says.

Dedicated to her community, Celeste is actively involved in many veterans’ organizations, including Upstate Warrior Solutions, a non-profit that helps veterans transition from service to civilian life. Celeste also serves on the board and as a moderator for a nonprofit called My Neighbor’s Voice. Celeste is an affiliate for Homes for Heroes, an Top Agent Magazine

organization helping Firefighters, EMS, Law Enforcement, Military, Healthcare Professionals, and Teachers. When Celeste is not busy helping clients or giving back her time, she and her husband manage their other businesses. Dedicated entrepreneurs, they own a self-storage facility, investment properties, and a Foot Solutions franchise. A mother and an avid traveler, Celeste loves to spend time with her husband, family, friends, and to watch local college football.

Proud of what she has built, Celeste is just getting started. Her plans include 11

growing her business, adding new agents to the team, and shifting to a mentorship role that would allow her to give back more of her time to the community. “I want to become more involved with Habitat for Humanity

and the Purple Heart Homes,” Celeste says. “My dream is to build a thriving business with agents who love helping others, and to have a bit more freedom to go out into the community and help folks even more.”

To find out more about Celeste Purdie, you can contact her by phone at (864)881-9191 or by email at celeste@marchantco.com.

You can also check her out online at GreenvilleDreamTeam.com www.

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Marchant Real Estate is proud to congratulate

Celeste Purdie

on being featured for the state of South Carolina in Top Agent Magazine!

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How Soft Money Loans are the Future of Lending ‘Soft Money’ is a relatively new term in the lending industry; an innovative approach to private money lending, a soft money loan combines the benefits of a hard money loan with the greater security that a traditional loan Top Agent Magazine

offers. While a soft money loan requires more underwriting, it also offers lower risks and less risk, making it a deeply attractive option to borrowers who find the concept but not the details of a hard money loan appealing.

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Hard Money Loans As you know, a hard money loan is an assetbased loan, based on the Loan to Value (LTV) of the investment property. They require little underwriting, making them a quick loan for borrowers to get approved, are bridge loans, and are generally not based on a borrower’s credit score. This makes them a high-risk loan that is used for real estate investment. The high-risk nature of this type of loan as well as reservations from the 2008 housing market crash, may make some borrowers reluctant to pursue this type of loan. This type of loan also does not increase a borrower’s credit rating, which may also decrease their appeal to borrowers with good credit.

What is Soft Money?

Soft Money is an innovative new approach to private money lending which combines the benefits of both hard money loans and more traditional loans. First, a clarification on the name: the term ‘soft money’ in the world of lending is completely different from ‘soft money’ in the world of political campaigning. In the context of lending, the term ‘soft money’ implies that this type of loan falls somewhere between a hard money loan and a traditional loan.

A soft money loan requires more underwriting than a hard money loan, allowing it to have lower rates and greater security. It is based on both the borrower’s credit score and the property’s LTV, and is always a term loan

rather than a bridge loan. Additionally, this type of mortgage loan program is beneficial for real estate investors with a credit score of 650 or above. The combination of lower rates, higher LTV’s, no tax returns and a longer time frame makes the soft money loan a better fit than a hard money loan for many borrower’s situations, particularly those interested in investing in long term rental properties.

Soft Money Loan rates start at 4.375% and go up to 85% LTV for most investment property types.

Why is Soft Money the Future of Lending?

Calling soft money ‘the new hard money’ may seem trite and contrived, but upon further reflection, soft money truly is the direction for the future of private money lending.

While the hard money loan is still the most popular option for many real estate investment scenarios, the soft money loan will increasingly become the loan used by first-time real estate investors or borrower’s looking to hold a long term investment property, and investors with a high credit score who are looking for higher LTVs and lower interest rates.

Unlike conventional investment property loans that max out at 70% LTV, a NO-DOC Soft Money Loan Program maxes at 85% LTV and with no PMI. This allows the borrower to put less money down on their purchase.

When you’re ready to invest, Stratton Equities can help. We are the nationwide leading direct Hard Money and NON-QM lender, with an impressive array of programs, lowest private money rates (starting at 4.375%), professional team of experienced loan officers, and quick loan approval process.

If you have an investment property and wish to speak with one of our Loan Officers, call Stratton Equities at 800-962-6613, email us, or apply for loan pre-qualification today!

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WENDY COHEN Top Agent Magazine

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WENDY COHEN

Wendy Cohen has experienced a meteoric rise in her career as a Realtor® thanks to her dedication, energy, professionalism, and passion for helping others. A top professional classical musician, Wendy turned to real estate three years ago and discovered the same passion and excitement for real estate as for her thriving music career. While her husband was serving overseas as a member of the Air Force, Wendy earned her real estate license.

Wendy says. “Now, I love real estate as much as music. I’m so grateful I found this career because it doesn’t feel like a job.”

Strategy Advisor. She recently became a Certified Mentor, and she has earned the Commitment to Excellence Endorsement, a testament to her comprehensive skillset and professional dedication.

With her personable and client-centered approach, it is no surprise that at least 60% of Wendy’s business stems from repeat clients and referrals. Leveraging

Now a solo agent with eXp Realty in Greenville, South Carolina, Wendy serves the surrounding areas as well as Columbia, helping both buyers and sellers achieve their real estate goals.

Having grown up in Greenville, Wendy has an on-the-ground knowledge that her clients love.

Committed to her professional growth and excellence, Wendy has earned many designations. She is a certified Seller Representative Specialist, an Accredited Buyer’s Representative, and a Pricing 18

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the full suite of marketing and technological resources available through eXp, Wendy provides service that goes above and beyond the average Realtor. Diligent, organized, and patient, Wendy works closely with every client, building long-lasting relationships and applying a systemic approach to help her clients reach the finish line. “I’ll never push anyone toward something,” Wendy says. “I’m here to listen, to advise, and to find my clients the best deals I can. I really want them to be happy.”

Dedicated to the community where she grew up, Wendy gives back her time primarily through music. She performs as a professional flutist for the Greenville Symphony Orchestra, the South Carolina Philharmonic, and the Augusta Symphony. She is also a regular supporter of the Cancer Survivors Park. After her mother passed away from cancer, she and her brother ran a half-marathon in Switzerland to help raise funds for that organization, and she has been involved in many other fundraising efforts.

When Wendy is not busy helping her clients or giving back her time, she loves to run, to read, to travel, to hike, and to spend time with their two rescue dogs, Elly and Mia. Thanks to her husband’s service in the Air Force, they have traveled together and hiked all around the world, experiences for which they are both immensely grateful.

Proud of what she has built, Wendy looks forward to many more great years in real estate.

She is very thankful for the many exceptional colleagues at eXp that have helped contribute to her success! Her plans include growing a team and moving into a mentorship role. She recently took on her first mentee and she will soon add more, including a former client. “I’m excited for that growth opportunity,” Wendy says, “to be a teacher and to help these new agents along. They’re in the same spot I was three years ago, and I look forward to giving back, as well as to becoming a better agent myself through teaching.”

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To find out more about Wendy Cohen, please call 803-448-6570, email at wendy.cohen@exprealty.com, or visit wendycohen.exprealty.com www.

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 20

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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KATIE WISHNEFF Top Agent Magazine

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KATIE WISHNEFF

After taking the leap into real estate, Katie Wishneff hasn’t looked back. “I had a successful career in software sales and marketing, and I was hoping to get to a place where I could make more of an eternal impact in people’s lives,” Katie explains. Wanting to affect families in a positive way, she decided to become an agent.

“I was with a lot of great companies and then I joined a team that gave me the tools to serve my clients at the highest level of anyone in the Lowcountry.” With Matt O’Neill Real Estate, Katie has all the tools for success at her fingertips. Serving the greater Charleston, SC area, she’s experienced such tremendous growth that she is now a team leader, mentoring new agents.

goals. Throughout each step, she is proactive, patient, and supportive, offering guidance and strategy and allowing her clients to make their own educated decisions. Understanding that this is a very important chapter in peoples lives, she takes her role seriously, going the extra mile to ensure the journey is smooth, making her a client favorite.

By providing excellent service to all she serves, Katie has established herself as a top Realtor® in her region. She takes the time to listen to her buyers and sellers, allowing her to develop a tailor-made plan to get them achieving their 24

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This effort is carried into her marketing and advertising methods, with Katie obtaining two to three times as many views than average on her listings. “I take a keen approach to marketing and negotiation, which has really paid off, as my clients are selling faster and for more money and also getting a great deal on the buying side as well,” she explains. “I’m only successful if my clients are too in all aspects” and Katie makes certain that each client is satisfied.

One seller raved, “Katie did a stellar job from the prep to the final sale of our home. Her continuous feedback and guidance were on point with each showing. It was a pleasure to work with her. More so, it was extremely gratifying that we were able to negotiate a deal that allowed us to sell our home on our own timeline and use the cash from our sale to not only pay off our mortgage but to pay in full on our new home.

We appreciated her knowledge, dedication, and her diligence.”

During the hours that Katie isn’t working, she can be found relaxing with her husband and their kids. “I love to go to the beach, check out new restaurants with friends, and soak up everything Charleston has to offer.”

As for the future, Katie hopes to stay on her current path. “I am very content with how things are going. I enjoy being in a position where I can teach new agents and continue to grow both professionally and personally and, I want to continue what I’m doing for many years to come,” she says. It’s clear she will accomplish all of her goals and more, as she truly loves what she does. “It’s a 24/7 business and I can’t imagine doing anything else. I realize I can’t change the world for everyone, but the right home can change someone’s world and that’s a great start.”

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For more information about Katie Wishneff, please call 843-870-8784 or email KWishneff@mattoneillteam.com

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 26

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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DACIA ALLEN As a prominent real estate agent on Hilton Head Island, Dacia consistently goes above and beyond expectations to achieve her clients’ goals. She entered the field after working as a school teacher for 23 years.

“I had to take a year off to help one of my son’s with his career, and that’s when I thought about getting into real estate,” she explains. So she earned her license and hit the ground running in Ohio. “Once my kids graduated and were doing their own thing, we decided to move to Hilton Head, because I’ve always loved it here!” After purchasing a home in 2013 and moving finally in 2017, Dacia began working full-time as an agent and hasn’t looked back since. Serving Hilton Head and surrounding areas, including the booming town of Bluffton, she is loving every second of her career.

“I pride myself on providing personal attention,” Dacia Allen explains. “If my clients call me, I answer or I call them right back. I always prioritize personalizing the experience and I never want to be too busy to give them the guidance they need.” As her business has grown exponentially in the last year, she plans on establishing a team which will include her daughter and son. This ensures each buyer and seller they serve is receiving the same great service.

Dacia approaches each transaction with a plan that not only reduces stress for her clients, but also gets them the best price possible. This includes getting to know her buyers on a deep level and navigating them through each step. When it is time to negotiate, she puts together a competitive yet reasonable offer and tends to every detail. For her sellers, she thoroughly markets listings through social media and real estate websites. This often results in properties receiving multiple offers and her sellers earning as much as the market will allow.

Afterwards, clients leave glowing reviews about their time with Dacia. One recently said, “We knew what we wanted to find on Hilton Head Island and we had clear Top Agent Magazine

geographical boundaries. We told Dacia what we wanted and needed, and she found it for us. She didn’t waste our time with things that didn’t meet our wants and needs. She kept an eye on upcoming listings and got in as quickly as possible, made unbelievably detailed video tours for us since we were out of town, and helped us through every step of the way. Dacia worked well not only with us but with the seller’s agent, something we really appreciated.”

When Dacia isn’t working, she’s staying active in her community. She is involved with Palmetto Cares, the Women’s League, Meals on Wheels, and other nonprofits.

“We also get together with a group once a year to paint or clean houses,” she says. For the past three years in a row, Dacia has received the Realtor Service Award, which recognizes real estate professionals who have exhibited outstanding participation in community services.

In the coming years, Dacia hopes to expand her team and continue helping as many people as possible. “We want to make our business concierge-focused, so that when they come to us we can give them all the information they need and be a one-stop shop for them.”

For more information about Dacia Allen, please call 234-575-1020, email DaciaSellsHiltonHead@gmail.com, or visit DaciaSellsHiltonHead.com www.

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ASHBY O'CAIN Long before Ashby O’Cain was a Top Agent, she got her first glimpse of the real estate world when she bought her own home. She well remembers the tricky and complex process. Despite the difficulty, Ashby enjoyed every minute. “I learned so much,” she says now, “and it gave me a desire to learn more.” Her brother-in-law was also drawn to real estate, and during many family dinners the two discussed their shared investment interests and visions. When that brother-in-law opened his own real estate office, Ashby said, “Sign me up.” Today, she is going on four years as a full-time Realtor. Reviews on multiple websites speak to the stellar service she offers clients. One reviewer on Zillow says, “Ashby is the absolute best! If not for her, I would have been completely lost.” Another past client declares, “Ashby went above and beyond and helped me find contractors, yard services, and more. She did such a fantastic job that I hired her later to sell a lot and rental houses!”

While Ashby is technically a solo agent, she considers her TruHome family to be her team. “We are there for each other,” she says. “Absolutely, I have learned so much.” Ashby serves Orangeburg and Calhoun Counties in South Carolina. Repeat and referrals make up over 50% of her clientele. What keeps these past clients coming back? Ashby credits her success to her personality and drive. “I am laid-back and easy to talk to,” she says. “I put my clients at ease and work hard to ensure a smooth and stress-free transaction. I give 200% every time and I wouldn’t have it any other way.”

Ashby considers herself a big fish in a small town.

Staying in touch with past clients is second nature. “It has been easy to get clients, and I haven’t had to advertise much,” Ashby says, with her characteristic humility.

“I know everybody already, and everybody knows me!”

To showcase listings, she goes through her local MLS, Zillow, Realtor.com, Truvia, and social media.

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What Ashby likes most about real estate is the career’s inherent flexibility and the satisfaction she derives from helping others. “I am a mom,” she says. “Being with my boys is my main job.” Real estate’s flexible schedule suits her family life. Also, Ashby is a very social person by nature. “I just love meeting new people,” she says. “I love a challenge, problem solving, and math. Real estate is the perfect blend of all the above.”

Community is an important part of Ashby’s life. An active member of the Junior Service League of Orangeburg, she also lives on a farm and participates in the local Cattlemen’s Association. When not working or contributing to her community, Ashby spends time with family. They ride horses competitively or take their vintage car for a spin visiting regional car shows. For the future of her business, Ashby plans to keep going, keep growing, and keep selling more homes. She wants to increase her businesses involvement with commercial property, which sees commercial as a complex and interesting complement to the current residential area of expertise.

“Commercial is a challenge, and I like a challenge,” Ashby says. “All in all, I plan to continue striving to be a better agent for my clients than I was the year before.”

You can find Ashby at (803) 837-0958 or ashby@truhomerealty.com Top Agent Agent Magazine Magazine Copyright Top

Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 31

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try:

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For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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DAVID PHILLIPS When David Phillips started Silver Star Real Estate in 2002, he wanted his clients to come away from their experience feeling certain of two things: the honesty of the man they had trusted to help them, and that they had made good decisions. “For people who don’t buy and sell property every day, this process can sometimes be confusing and intimidating,” David explains. “I always take the time to explain things in layman’s language so the client understands the advice we’re giving them and can feel good about the choices they ‘re making. People knowing that I’m honest means a lot to me. But I don’t just ask them to take my word on something. I help them see the factors that influence what I’m telling them.”

David’s experience in real estate began in the early 1990s when he began buying rental property. A broker with whom he was working suggested that he had a knack for the process and told him if he got his license he would hire him. David took the advice and stayed with the broker 8 years before getting his own broker’s license and starting Silver Star. Today he leads a team of 13 agents serving clients all over South Carolina’s Anderson and Greenville counties. This year his team has closed 120 transactions so far, with David accounting for 60 of those personally. An impressive 80 percent of that business comes from repeat clients, a fact David is very proud of.

the entire process, and will continue working hard until the client is satisfied. “If someone isn’t happy with their experience after the closing, we didn’t do our job,” says David. “So we aren’t going to push a client into accepting something that isn’t right for them just to close a transaction.”

When it comes to marketing listings, Silver Star Real Estate utilizes a comprehensive approach to gain sellers maximum exposure for their properties, including not only the MLS and company website, but also features in local magazines, “coming soon” mailers, and profiles on Zillow and the other dedicated real estate websites.

David has volunteered time and donated money to help maintain the health of his community over the years.

He did work with the Midday Lion’s Club for over two and a half decades, and continues to serve Anderson and the surrounding area through the various efforts with his church. He spends his leisure time with family, or doing the never-ending chores associated with their ranch, where they raise both horses and longhorn cattle. As for the future of his business, David looks forward to many more years of bringing superior service to clients all over the Upstate.

“I treat clients like family,” says David. “Buying or selling a home is life-changing, and one of the biggest financial decisions they will make. I’m going to make sure it’s a positive experience.”

David and his team combine their knowledge of the area with constant market research and innovative solutions to address whatever challenges their clients might face. Whether the transaction is for residential or commercial property, David’s agents establish a personal relationship with clients to get to know their needs. They also keep clients well informed throughout Top Agent Magazine

Contact David at 864-225-1883 or email davidsilverstar@bellsouth.net 33

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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MISSY YOST After working as a real estate paralegal for 15 years, Missy Yost decided to get her license and become a Realtor®. Leader of The Yost Group, Missy is a relocation specialist who ensures that her clients never feel lost when moving to a new area— she even started her own YouTube channel in order to help guide buyers and put them at ease. “We teach people about our area and help them learn what they need to know to make their move down here smooth and stress free,” she explains.

“When my husband and I moved here, we didn’t have a lot of information. That’s why our channel offers a comprehensive look at the cost of living, the different communities, and what to expect.”

Missy serves buyers and sellers throughout the Greater Bluffton areas of South Carolina as well as Savannah, Georgia. Committed to helping buyers find what they’re looking for, she takes her time to listen and understand their lifestyle and needs. “We do complete tours with our clients around the area so that they get familiar with the neighborhoods and learn where the main businesses are located. We show them the fun spots and make them feel like they have a friend and have some familiarity with the area before they dive in and start looking for a property.”

our clients. That’s why we always touch base with past clients and see if there’s anything they need help with long after the transaction is over. I focus on the relationship with my client instead of a one-time deal. If they need an electrician or an HVAC technician, we are happy to provide them a list of wonderful options.”

Outside of work Missy likes to dedicate her time to her community. She sits on the board of the National Association of Realtors® Housing Opportunity committee, as well as the local South Carolina Agent Compliance committee. In her free time, she enjoys photography, videography, and spending time with her husband and her dogs.

Having already completed $11,000,000 in sales volume this year, Missy is looking forward to expanding her business and continuing to exceed client expectations.

In the near future, she would like to further deepen her knowledge of the Savannah area, grow her team, and diversify her leads.

When it comes to marketing, Missy spares no expense to ensure that her listings stand out. She uses professional photography and drone footage amongst other methods, making sure that she showcases the home and the neighborhood. “We market the community as well as the listing itself, because the community is typically what ends up selling the listing.”

With a high rate of repeat and referral clients, it’s Missy’s knowledge, commitment, and communication skills that make buyers and sellers inclined to work with her again. Prioritizing long lasting relationships, she continues to check in on her clients after the closing. “We want to be a one-stop-shop for Top Agent Magazine

To learn more about Missy Yost, email missy@yostgroupproperties.com, visit linktr.ee/theyostgroup, or call (843) 707 – 6956. www.

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